Huthwaite International has carried out extensive research studies into what makes an effective negotiator. Find out more.
This paper explores, in the broadest terms, the potential areas for development within a sales function. By comparing, at each stage of the process, the behaviours of a sales operation that is world-class with one that is typical.
In the sales area, where it is relatively easy to measure performance change, we have found that a well-executed coaching programme can improve sales revenue by 25 per cent or more, while at the same time increasing sales profitability significantly. Read more.